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Protect Your Clients, Protect Yourself 

Oct 1, 2006

By Janet Arrowood

Reps say their clients don't want insurance but their clients say they do. If you want to hold onto these clients, you might want to consider their insurance needs more carefully...

The Mindset of a Rainmaker 

Jul 1, 2006

By Matt Oechsli

Advisors need to be fearless if they want to sign up affluent clients...

Strategic Intent 

Jun 1, 2006

By Matt Oechsli

Rainmaking demands that you approach every activity with your 'serious money' antenna out. Pick up oppurtunities you are prepared to capitalize on....

Making It Personal 

Apr 1, 2006

By Matt Oechsli

At our last branch meeting, our manager took us all to the woodshed, complained Sal, a broker from Houston. It was over the complaints we were getting...

The Full Monty 

Feb 1, 2006

By Matt Oechsli

A Chicago financial advisor recently lamented to me: I feel like we're offering a complete array of wealth-management products and services, but we aren't...

Developing Your Business Mode 

Jan 1, 2006

By Matt Oechsli

The financial advisory world is in flux, and there's no doubt that you are fully aware of changes in the business. But with all the white noise from regulators,...

Successful Prospecting Habits 

Nov 1, 2005

By Matt Oechsli

If your pipeline is full of affluent prospects, you can skip this month's column. If, however, you could use more affluent prospects and new affluent...

Seven Steps to a Highly Successful Practice 

Oct 1, 2005

By Matt Oechsli

We are all familiar with Murphy's Law: A satirical proposition stating that if there is a possibility for something to go wrong, it will go wrong. But...

Meet Your Greatest Sales Tool 

Sep 1, 2005

By Matt Oechsli

It would seem like a nice problem to have too many clients. Unfortunately many reps have too many of the wrong type of clients. It doesn't have to be...

Eight Qualities of High Achievers 

Aug 1, 2005

By Matt Oechsli

The industry's focus on high-net-worth clients has been a boon to many advisors, but the high energy focus required to succeed in the high-net-worth game...

The Power of Dreams 

Jul 1, 2005

By Matt Oechsli

Dreams are an important part of any successful advisory business. Indeed, they represent perhaps the purest form of aspiration. But there's a reason that...

The 12 Steps to Success 

Jun 1, 2005

By Matt Oechsli

The term 12-step process is all but synonymous with substance-abuse recovery, but it's also easily applied to other undesirable behavior: poor salesmanship....

Starting at the End 

May 1, 2005

By Paul Bouchey

When registered reps set about advising clients on where to put their money, they usually focus on risk tolerance. A conservative-minded client, for instance,...

Image Isn't Everything...But It Does Matter in the Financial Advisory Game 

May 1, 2005

By Matt Oechsli

Advisors of a certain age might remember an old Heineken beer ad campaign based around this phrase: Just being the best is enough. The idea, of course,...

Appearances Matter 

Apr 1, 2005

By Matt Oechsli

Wealthy clients weigh a lot of factors when choosing a financial advisor cost of services is one of them, but it is far from the most important. Indeed,...

A Recipe for Failure 

Mar 1, 2005

By Matt Oechsli

Much has been written in this space about how to attract, service and retain affluent clients, but there has been precious little about what actions to...

What Color Are Your Glasses? 

Feb 1, 2005

by Matt Oechsli

Creating a constructive outlook for the coming year. William Blake once wrote, If the doors of perception were cleansed everything would appear to man...

Your Year of the Affluent 

Jan 1, 2005

by Matt Oechsli

The coming year will bring forth unprecedented opportunities to attract wealthy clients. In 2005, an estimated 17.4 million U.S. households will have...

The Thrill of the Chase 

Dec 1, 2004

By Matt Oechsli

Anyone who has ever let household chores get the better of him is well-acquainted with the most significant obstacle facing wannabe high-net-worth advisors:...

The Power of Positioning 

Nov 1, 2004

by Matt Oechsli

Playing out of position is something that rarely works out long term it's true in sports and it's true for financial advisory teams. Pressing a baseball...

Sell Yourself 

Sep 1, 2004

By Brian O'Connell

There's an old saw in business that says the success of a company depends not on size but on filling a void in the marketplace. A small 24-hour convenience...

The Myth of Reluctance 

Sep 1, 2004

By Matt Oechsli

Wealthy people and good poker players have at least one thing in common: The habit of holding cards close to their vests. At least that's what a wirehouse...

At Play on the Fields of the Rich 

Aug 1, 2004

By Matt Oechsli

If selling to the affluent were a sport, every day would be game day. For better or worse, in investment sales, there is no practice field, and only serious...

Vacation Nation 

Jul 1, 2004

By Matt Oechsli

Psychologists the world over say vacation is important because, The brain needs a break, but it's surprising how few advisors give their minds a true...

Five Steps to Rebranding 

Jun 1, 2004

By Matt Oechsli

Branding is not easy just ask Ford Motor Company, the American automaker that famously introduced its Pinto in Brazil, oblivious to the fact that the...

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In This Issue: February 2012

Cover Story

Got the Social Media Spins? Help Is On The Way

A bunch of social media services have emerged to help financial services firms comply with regulations and make the most of social networks to build business. They've got big plans for 2012.


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